cultural differences in international英语专业论文本科学位论文.docx

cultural differences in international英语专业论文本科学位论文.docx

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culturaldifferencesininternational英语专业论文本科学位论文

中国某某信息学校

学生毕业设计（论文）

题目：

CulturalDifferencesinInternational

BusinessNegotiation

姓名：

某某

班级、学号：

0000班、00号

系（部）：

经济管理系

专业：

商务英语

指导教师：

某某某

开题时间：

2009-04-10

完成时间：

2009-10-26

2009年10月26日

目录

毕业设计任务书…………………………………………………………………1

毕业设计成绩评定表……………………………………………………………2

答辩申请书……………………………………………………………………3-5

正文…………………………………………………………………………6-25

答辩委员会表决意见…………………………………………………………26

答辩过程记录表………………………………………………………………27

一、课题（论文）提纲

0引言

1文化差异

1.1文化差异的主要表现

 1.2文化差异对国际商务谈判的重要性

2文化差异对国际商务谈判的影响因素

2.1语言文化差异的影响

2.2沟通过程差异的影响

2.3社会习俗差异的影响

2.4思维方式差异的影响

2.5民族性格差异的影响

3如何对待国际商务谈判中的文化差异

3.1在谈判钱要了解可能出现的文化差异

3.2在谈判中要正确处理文化差异

3.3谈判后要针对文化差异做好后续工作

4结论

二、内容摘要

不同文化条件下的商务谈判就是跨文化谈判。

在世界经济日趋全球化的今天，随着国际间商务交往活动的频繁和密切，各国间的文化差异就显得格外的重要，不加以重视将会引起不必要的误会，甚至可能直接影响商务交往的实际效果。

这就意味着在国际商务谈判中如何化解各国不同的文化背景是非常重要的。

本文从文化的定义入手，剖析了文化差异产生的原因，并从时间和空间观念、语言文化差异、沟通过程、社会习俗、思维方式、民族性格和谈判风格六个方面来阐述文化差异对国际商务谈判的影响，最后分析了如何正确处理谈判过程中出现的文化差异的问题。

本文的观点是：

在跨文化商务谈判中，谈判者应该接纳对方的文化，并努力使自己被对方接受；需要借助有效的沟通，在不损害双方利益的前提下做出正确的评价。

总之，在认识和接受文化差异的同时，要尽量淡化文化差异，这对于跨文化谈判的成功是非常重要的。

三、参考文献

1、袁其刚.国际商务谈判[M]济南：

山东人民出版社，2003年8月

2、曹菱.商务英语谈判[M]上海：

外语教学与研究出版社，2001年9月

3、张尧.论文化因素在国际商务谈判中的影响[J],大众科技，2005年08期

4、Larry，SamovarandRichard，Porter.跨文化交流[M]北京：

北京大学出版社，2009年1月

5、王晓朝.沟通中西文化广[M]桂林：

西师范大学出版社，2006年1月

CulturalDifferencesinInternationalBusinessNegotiation

JiangShan

Abstract

Businessnegotiationsunderdifferentculturalconditionsareculturalnegotiations.Withthedevelopmentofeconomicglobalizationandfrequentbusinesscontacts,culturaldifferenceshavebecomeveryimportant.Iftheyareneglected,theycouldcauseunnecessarymisunderstanding,orevenunderminetheresultofbusinessnegations.Thepaperbeginswiththedefinitionofculture,analyzesthecausesofculturaldifferencesandexplainstheimpactofculturaldifferencesoninternationalbusinessnegotiationsfromsixperspectivesoftimeandspaceidea,languageculturaldifference,communicationprocess,socialcustom,modeofthinking,racepersonalityandnegotiationstyle.Finally,itanalyzeseffectivewaystodealwiththeproblemarisingfromculturaldifferencesinthenegotiationprocess.Thepaperstressesthatinbusinessnegotiationsbetweendifferentcountriesnegotiatorsshouldaccepttheotherparty'sculture,trytomakehimbeacceptedandmakeacorrectevaluationwithhelpofeffectivecommunications.Inaword,forsuccessfulculturalnegotiations,culturaldifferencesneedtobeperceived,acceptedandtriedtoabateculturaldifference.

Keywords:

culture;culturaldifference;businessnegotiation;influence

0.Introduction

WitheconomicglobalizationandChina’sentryintotheWTO,commercialcontactsamongvariouscountriesareboundtobeincreasinglysubstantial.Asaresult,negotiationamongpeoplewhocomefromdifferentculturalbackgroundswillcertainlybecomeauniversalissuethatarousesconcernamongpeopleindifferentcountries.Agreatnumberofmultinationalcorporationsandinternationalcompanieshavebeenmushroominginourcountry.Thefastchanginginternationaleconomicenvironmentbringsdomesticcorporationsgreatbusinesschancesandchallenges.Howtonegationwithpeoplefromdifferentbackgroundsbecomesaproblem.Misunderstandinggivesrisetoconflictanddispute.Hence,enhancingcross-culturalsensitivityaswellasimprovingcross-culturalnegotiationandcooperationbecomescruciallyimportant.Inshort,atnotimeinhistoryhastherebeensogreataneedforinternationalbusinessnegotiationskills.

1.CulturalDifferences

1.1Themainperformanceofculturaldifferences

Cultureisadynamic,multidimensional,complex,andall-pervasivephenomenon.Ashistorykeepsmovingforward,sodoesculture.Ofcourse,theprocessofchangeisgradualanddifficult,sometimespainstaking,evenrevolutionary.Butweshouldalsokeepinmindthatthepartofcultureatthebaseoftheicebergthatisdeeplyrootedinanationaltraditionandideologyresiststoanychanges.Itisthisrelativestabilityofthecoreaspectofculturethatbothunifiesandmakeseachcultureunique,andthatmakesitpossibletodiscussthevarietiesofculture.Differentvalueorientationsexertgreatimpactonperceptionofleadership,waysofmanagement,andprocessofdecision-makingaswellasonnegotiations.

Therearemanyreasonscausedpluralisticcultureintheworld,whichpermeateinmaterialandculturallivingfieldstoinfluencebehaviorhabitofpeople,conceptofvalue,belieffaith,modeofthinkingandmanyotherdifferences,finallytheyhadbecometheculturaldifferenceinthewholecountriesandallregions,tosumupthemainsourceofculturaldifferenceshaveafewaspectsasfollows:

1.1.1Regionaldifference

Theregionaldifferencereferstothelocalenvironment,thelevelofeconomicaldevelopmentandtraditionalcustomindifferentgeographyplace,andpeoplealwayshavedifferentlanguage,lifestyleandfondness,butthesepointswouldinfluencebehaviorhabit.Forexample,snowisthebestdecorationatChristmas,someWesternpeopleandsomeAmericacountriespeopleareveryrespectfullyChristmas,butregularlyanddidnotsnowingofregion,suchaspeopleofsomecountriesinAfricaneartheequatorprobablyhavenoconceptofit.

1.1.2Racedifference

Theracedifferencemeansthatthedifferentraceandcommunityinlong-termdevelopmentprocesshavebecomerespectivelanguage,custom,fondnessandhabit,theyhavedifferentcharacteristicsinfood,dress,live,festival,riteetc.materialandculturethelivingaspect.TaketheHunsandChineseinourhistorytosay,theHunspersonalityissturdyandtypicalnomadcharacteristic,butChinesepersonalityisgentlenessandtypicalagriculturalracecharacteristic.CausedHunsandChinesehavelargedifferentcharacteristicinmaterialandculturallivingaspect.

1.1.3Politicaldifference

Thepoliticaldifferencereferstopoliticalsystemandpolicylawsofallcountrieshaveafunctiontounifythenormonpeoplebehaviorandmakepeopleinallcountriesexistdifferenceinthepoliticalaspect.TaketheUnitedStatesandFrancetosay,thepowerofAmericanpresidentissubjectedtostrictrestrictionandotherorganizationnationallegislatureofthetwogreatestpowersandthepowerfulandsupervisionofthesupremecourtofconstitution,buttheFrenchmanhavetoslightmorechangesthatyearthethirdrepublicconstitutionestablishedbyBaoHuangPartytopreparetorestoremonarchymonarchsystematanytime,tofurtherextendtherightofpresident.

1.1.4Economicaldifference

Theeconomicdifferencereferstoaculturaldifferenceexhibitioncausedbytheeconomicfactors.Forexample,thepeopleofWesterndevelopedcountriesarelivingwealthy,higheducation,andpeoplepaymoreattentiontolifequalityandsafemeaning,butthethirdworldhasfallenbehindtheeconomy,peoplepaymoreattentiontothebasicneedproblem.

1.1.5Ideadifference

Theconceptofvaluemeansthatpeopleevaluatesthestandardofobjectivething.Itincludesthetimeidea,wealthidea,treatinglivingmannerandtheattitudeoftherisk.Thesameofthingandproblem,thedissimilaritysocialpersonwillgetadifferentevenclearlycontraryconclusion.

1.2Theimportanceofculturaldifferenceininternationalbusinessnegotiation

Inthenegotiation,alotofnegotiatorsusuallydidn'tcomprehendornoticetheimportantinfluenceofcultureinnegotiationway.Forforeignnegotiationculture,somenegotiatorsperhapshavealreadynoticedtothespecificperformanceofsomedifferenceordifficulttounderstandinnegotiationway,buttheythinkitisimportant.Somepeopleblindnessthinkconcerningforeignaffairsnegotiationissubjecttofactanddata,butfactanddataareincommonuse.Atthesametime,whensomenegotiatorsgotoforeigncountrytonegotiatetokeepaharmoniousrelationwiththeotherparty,theywillnoticebothpartiesthecommonofculture,buttheywillneglectitsdifferentculture.Firstletushavealookatanexample.

ComingfromChinesebusinessnegotiationrepresentativeandother12differentprofessionalexpertstoconstituteadelegationin1992,theywenttoAmericatobuyaboutUSD30,000,000chemicalengineeringequipmentsandtechnique,sotheotherpartyinAmericatriedtomakethemsatisfied.Oneofthoseitemsafterthefirstnegotiationisthatsendasmallkeepsaketoeverymemberofourdelegation.Thepackingofkeepsakesisveryparticular,abeautifulandredbox,andtheredisrepresentativedeveloped,butwhenthedelegationdirectlyopenboxhappilyaccordingtotheAmericanhabit,theirfacialexpressionwouldseemtobenotverynatural-theinsideisagolfhat,butthecolorisgreen.TheoriginalintentionofAmericanbusinessmenwasaftersigncontracteverymemberofdelegationgotoplaygolftogether,buttheydidnotknowthatcuckoldisthebiggesttabooofChinesemen.Atlastourdelegationdidnotwillingtosigncontract,itisnotbecausetheAmericanscoldperson,butitisbecausetheyareverycarelesstoworkandthoughttheAmericandidnotknowthecommonofChinesementabooincuckold,sohowconfidenttoputtensofmillionsofdollarsintheprojecttothem?

SoitisreasonthattheydonotunderstandChineseculturetomakeAmericanfailureinthisnegotiation.

Fromtheabove-mentionedexample,wecangetthatifwedonotpayattentiontothedifferenceoftheotherpartycultureinbusinessnegotiation,wewilleasilycausethefailureofnegotiation.

2.Analysisinfluencefactorsofculturaldifferenceininternationalbusinessnegotiation

Businessnegotiationreferstothenegotiationthattakesplaceinthebusinessworldanddealswithbusin